The Revenue Formula
This podcast is about scaling tech startups. Hosted by Toni Hohlbein & Mikkel Plaehn, together they look at the full funnel. With a combined 20 years of experience in B2B SaaS and 3 exits, they discuss growing pains, challenges and opportunities they’ve faced. Whether you're working in RevOps, sales, operations, finance or marketing - if you care about revenue, you'll care about this podcast. If there’s one thing they hate, it’s talk. We know, it’s a bit of an oxymoron. But execution and focus is the key - that’s why each episode is designed to give 1-2 very concrete takeaways.
Show episodes
Focused on removing friction? In this episode we discuss when it might be worth it to add some friction instead. (00:00) - Introduction (08:36) - Just try creating one graph (15:44) - Why is there no pricing page?? (23:35) - Support friction *** This episode is brought to you by Growblocks. Finding and fixing problems
Do you think this is an AI summary or not?: With AI tools, such as ChatGPT, sales teams can enhance coaching processes by creating personalized frameworks, generating data-driven insights, and fostering consistency for improved productivity and skill development. It is... But anyway, that's pretty much what we discusse
We're using comp plans from the 80s, and there's some problems with that. We discuss how SaaS has simply changed, and provide some important reflections you can use if you need to rethink your comp plans. (00:00) - Introduction (02:26) - We still get lots of questions about this (05:24) - Why everyone does comp plans (
Even if you don't run high velocity sales, there's much to learn from vendors who do. We talked with Frank Nardi (CRO at Cin7) about how they manage short sales cycles and proactively manage their funnel. (00:00) - Introduction (02:21) - Meet frank (06:02) - Tuning the engine (13:36) - Selling to SMB (21:56) - Short cy
Deals die. But more so today than previously. That's why we introduce a different analysis to understand why deals are dying - so you can fix it. (00:00) - Introduction (03:02) - Why deals are harder (04:46) - MEDDICC to diagnose performance (07:34) - Champion (11:12) - What's the pain? (14:35) - From pain to metric (1
Is RevOps broken? And how do we fix it? Together with Jeff, we get into a bunch of the challenging areas of Revenue Operations and some of the steps you can take to improve it. (00:00) - Introduction (01:40) - Meet Jeff (03:45) - Glorified GTM IT (11:57) - Overinvesting (18:13) - The go to market plan (30:57) - Under-
